Wednesday, January 1, 2020


STRESS. What is the main source of stress? Whether it’s financial, work, personal relationships, or daily life, stress is caused by being HERE, but wanting to be THERE. The stress you are feeling is because you don't want to be where you are, doing what you are doing. There is a conflict in your thinking because in your mind you want to be somewhere else doing something different. However, because of your past choices and present responsibilities, here you are.

THE PAST. If your feeling of stress is one of depression, your thoughts are in the PAST. We all have things in our past that we would like to change. Things we may not be proud of. Something we did or said that upset someone resulting in pain to them. Or it was something we did that was embarrassing. Dwelling on these past situations is what causes you to be depressed.

THE FUTURE. On the opposite end of the spectrum is the future. If your stress is a feeling of being nervous and anxious, your thoughts are in the FUTURE. When you think too much about the future, instead of motivating you, it causes anxiety and discontentment with what you are doing today. You have goals, but they seem so vague and unreachable. There are so many obstacles and so much time standing in the way they seem impossible to reach.

MENTAL CLARITY. Thoughts of the past and future are taking up valuable space in your mind. These thoughts are like a fog that make it difficult to navigate through today's affairs. The result is a lack of concentration and mental clarity causing you to operate at half-throttle.

CHANGE. There is a cure. You must make a choice to change your circumstances. If you make a DECISION to change your situation and firmly decide what steps you are going to take, you will immediately solve the problem by removing the cause of your stress.

ACCEPTANCE. On the other hand, if you make a DECISION to accept your circumstances, you will also solve the problem. All you have to do is say to yourself, "I am here because I chose to be here. It IS what it IS, and I will deal with it". Regardless of which decision you make, you can now begin to feel like you are in control.

ENGAGE. Your job is not to try and see what lies dimly in the distance, or to keep drudging up the past, but TO DO WHAT LIES CLEARLY AT HAND. To give 100 percent ATTENTION to what you are doing, NOW. Paying attention means being ENGAGED AND FOCUSED. When you are focused on what you are doing, you block out the past and the future. You are fully engaged in what you are doing. You are not wasting today's energy trying to redo what you did in the past, or spending today's energy trying to solve future problems. You are ENGAGED IN THE TASK AT HAND.

FUTURE GOALS. Successfully setting and reaching your FUTURE goals without causing stress depends on your EXPECTATIONS. To accomplish your goals without creating stress you must know exactly what you want, expect to get it, and visualize a successful outcome. The common denominator of all successful people is the same. THEY EXPECT TO REACH THEIR GOALS. The common denominator of all unsuccessful people is also the same. Deep down inside – THEY DO NOT EXPECT TO REACH THEIR GOALS.

EXPECTATIONS. To set goals without causing stress certain things must be in harmony. Your expectations and goals must be equal. If your goals are too high or unrealistic, you won’t expect to reach them and you will see to it that you don’t. Your goals must be clearly defined, realistic, reachable and most importantly APPROACHED WITH THE POSITIVE EXPECTATION OF SUCCESS. If your goals are causing stress, lower the goal or break it down into smaller goals until you can honestly say you expect to reach it. Or, adjust your EXPECTATIONS until you believe that reaching your goal is possible.

Wednesday, November 27, 2019

What is a cross promotion?

A cross promotion is a technique for distributing your coupon, discount or message about your business. It is low-cost because someone else hands out your message at no cost to you beyond the cost of printing and paper.

One of the greatest benefits of a cross-promotional effort is that you can transfer the responsibility of the discount to someone else. As an example, you can set up a cross promotion with a nearby bowling alley during which they will be giving their customers coupons offering specials. The coupons read that the offer "'Compliments of Jake's” incentive to eat at your restaurant is from the bowling alley.

You have provided your promotional partner with a nice surprise he can give his customers and his customers believe he is responsible for the discount, not you. Therefore, you are not perceived as having discounted your product.

Cross promotions not only help you maintain your regular price credibility, they also provide you a means of controlling your couponing in terms of both quantity and locations. If the local theater has 5,000 customers a week and you don’t want 5,000-coupons out, print only 2,000 and limit the distribution to a couple of days. The key to a successful cross promotion effort is to personalize each coupon, flier or discount card specifically for the group or retailer who will be distributing them for you. You should seek out businesses with high-volume traffic to approach as cross-promotional partners. 

Examples of high-traffic businesses include:

Retailers or services such as supermarkets, banks, car washes, convenience stores, and book stores - Professionals such as doctors, dentists, and realtors - Recreational centers such as theaters, bowling alleys and skating or roller rinks - Travel and tourism entities such as hotels, motels and your local Chamber of Commerce.

Tuesday, October 1, 2019

How to Increase Your Sales With Very Little Effort

Increasing your order size with every customer is one of the best ways to increase your sales without adding any extra expense.

For example, when I check into a hotel I normally ask for a better price. I am sure most people who stay in a lot of hotels do the same thing. I was in North Platte, Nebraska, checking into a hotel and out of habit, I asked for a lower price. Normally the hotel clerk asks if I have any discounts, However, this time she said, “you look a little tired, we do have a room with a jacuzzi for only $20.00 more.” I ended up taking the room. Instead of getting a $10.00 discount, I ended up paying $20.00 more! The hotel ended with more revenue.

Another example was in San Jose, California. As I was checking in I asked for my normal discount. The hotel clerk behind the counter said she had to check with the manager. She came back in about a minute and told me the manager said we can’t give any more discounts today. I said fine and paid the full price.

Here’s the interesting part. I went over to the elevator and as I was waiting another guy came in and asked the same thing. The hotel clerk gave the same response about checking with the manager. She went back into the office to check with the manager. I could see the whole office from where I was standing and THE OFFICE WAS EMPTY! She came back out and gave the same response, “the manager said we can’t give any more discounts today.”

Many retailers use this “add-on” technique when selling to their customers. Buy a suit and you end up with an extra pair of pants, plus shirts and ties.

You buy a computer and end up with software and a printer.

You go into a fast-food restaurant and you supersize the fries and drink.

I was in a diner near Phoenix, Arizona, and the waitress came over to take my order and asked, “before you order, what would you like for dessert?” Is it any wonder the restaurant dessert sales were through the roof?

Here is the psychology behind the technique.

Once a person decides, their mind works to reinforce the decision. By getting a small commitment first the buyer will start to justify the decision and it becomes easier, not harder, to add on additional items.

Why? Think about your own decision-making process. Once you decide your mind does a search, similar to a computer doing a search for additional information. Your mind is looking for ways to justify the decision you just made.

Your customer's mind works the same way. This tactic is being used on you every time you buy a car. First, the car salesperson will get you to agree on the color, then options, then an extended warranty, and before you know it you bought the car - one small piece at a time.

The last-minute add-on involves throwing in an extra request at the final moment, just when you, the per, have put down your defenses and assumes you have a deal.

To successfully use this technique, don’t rush the customer. If you are selling multiple items, sell the first one. Wait a few minutes, sell the second one. Wait a few more minutes, sell the third one, and so on. Give the customers mind a chance to justify their decision.

It is like going to the grocery store and buying a chicken. I bought the chicken - I better buy the potatoes - the salad - the rolls - the dessert - and before you know it your shopping cart if full.

This technique has several names such as upsell, add-on, cross-selling. The one thing you can be sure of, it works! 

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Friday, September 20, 2019

Impossible to fail

Do you know that it is IMPOSSIBLE to fail in sales? It is impossible to persistently apply and reapply the principles of selling and fail. It can't be done!

Once again, the key is to persistently apply and reapply the principles of selling.

People don't fail because they are "not cut out" for sales. They fail because they are not willing to do the things successful people are willing to do.

Application of selling principles is the key. Many sales people talk a good game. They can tell you about the big sale they almost made, the hot new account they are working on, or the big sales goal they have. They can talk a good game with their customers as well.

"Sure, I will get back to you on that."

"Trust me, this is the product and program for you."

You know the type.

The person who continuously looks for new ideas and better methods of selling is the one who moves forward. The person who learns something new, applies it and reapplies it over and over until it becomes a skill. This doesn't have to be some "new" selling secret, it only has to be "new" to you. The basic principles of selling never change!

The person who DOES what he or she says they are going to do is the one who makes it in the long run.

Customers are not sold by empty promises made by sales people who are insincere. They are sold by a sales person who WEARS WELL. The person who looks for ways to show their customers how to make more money, how to sell more, how better manage their business, is the person who is not full of hot air and promises. They really don't SELL as much as they HELP CUSTOMERS BUY.

To be the type of person who wears well all you have to do is simply…

1. DO WHAT YOU SAY YOU WILL DO. Don't be "All Sizzle and No Steak"

2. Apply what you learn and then reapply it again and again until it is automatic.

The toughest door to open is the one that gets you out of the house early and the toughest sale is the one we have to make to yourself. You have to convince yourself to do what you learn until you own the skill, to apply what may seem difficult at first.

There is no magic rabbit that you pull out of the hat and say "here is the secret of selling." There is no silver bullet that will win the sale every time.

It is impossible to persistently apply and reapply the principles you are learning and fail.

Thursday, September 19, 2019

How do you apply the KISS principle to sales?

KISS is an acronym for "Keep it simple, stupid" used as a design principle by the U.S. Navy in 1960. The KISS principle states that most systems work best if they are kept simple rather than made complicated; therefore simplicity should be a key goal in design and unnecessary complexity should be avoided.

Here are the 13 attitudes and activities that will make you a superstar in sales.

1 Attitude. Train your mind to stay focused on your goals. Maintain the attitude of a winner. Aggressively approach each problem as another opportunity to increase sales.

2 Respect. Earn the total respect of your customer by being an expert in your business.

3 Service. You will KNOW with absolute certainty that you can sell anybody if you approach people with the thought of "How can I be of service".

4 Urgency. The way to attract customers to buy from you is by responding to every problem, opportunity or situation at the speed of light.

5 Confidence. Without the security of a guaranteed income you must stop your mind from continually interrupting you with fears of failure and rejection.

6 Persistence. Selling can be done with mathematical certainty when you know how the numbers work and work those numbers with persistence.

7 Planning. Implement a few effective planning strategies and you will increase your call effectiveness as much as seventy percent!

8 Attention. Have an irresistible offer that will have your prospects leaning forward asking for more!

9 Questions. Ask questions that will have every buyer give you a blueprint showing exactly how to make the sale.

10 Presenting. Give an honest, persuasive presentation and you will have the key that will open the door to every sale!

11 Objections. Buyers give objections because you have not done your job of thoroughly presenting your irresistible offer.

12 Closing. The skill that separates the amateurs from the professionals is not being timid when it is time to close the sale.

13 Follow up. Be so good in your follow up activities that you lock out the competition and keep customers buying.

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Wednesday, August 21, 2019

Customers Can Sense the Attitude of Your business

There seems to be too much ho-hum selling going on today. There are too many businesses that just don't get the fact that enthusiasm is contagious and as a business owner or manager, you have to infect everyone with a good dose of excitement.

How do you get everyone in your company excited?

Here's how to get UN-excited. Tell yourself you are a loser. Tell yourself you hate what you do. Tell yourself your company just can’t get it right. Tell yourself you never got any of the breaks. Tell yourself the competition is ruthless. Tell yourself that everybody buys on price. Tell yourself that your marketing area is saturated and there are no customers.

Do you know what ninety-five percent of everyone in prison were told over and over again as they were growing up: "You are going to end up in prison someday?" Think about it. Over and over again they were told they were going to end up in prison someday. What if they were told something different? What if they were told over and over again that they might be in a little trouble right now, but they will get past it? What if they were told that they were going to grow up and be successful? Would that make a difference?

The stuff you put in your mind is what controls your actions. So to get excited up you have to put things in your mind that will get you excited and passionate about what you do for a living.

Put this affirmation in your mind. Carry it around with you and watch the difference...


“I am excited! I stay focused on all the good things I have to be excited about. I am excited about my career, my opportunities, and my challenges. My excitement drives me to do everything with energy and enthusiasm. My mind is focused fully on what I am doing, and I am able to get things done by telling myself to “DO IT NOW”. I am excited and act enthusiastic and everyone around me catches it. Every time I see someone I know or meet someone new I am excited and enthusiastic about seeing them. By being enthusiastic, excited and full of energy I am a more valuable person. Energy and enthusiasm guarantee my success as well as the success of my business. Energy, passion, and enthusiasm will attract customers and sales to me. This energy will be like a magnet and attract bigger customers and larger orders to me. I am going to give everything I have to everything I do.”

Don't be a daydreamer. Don't wish you were somewhere else doing something different. Life is what it is. For whatever reason, you are where you are right now, so you have to deal with it.

Keep this quote on your dashboard or on your bulletin board:

"My job is not to see what lies dimly at a distance, but to do what lies clearly at hand!"

That means there is no getting around it... you have to make the prospecting call, send the email, mail the letter, take care of the follow-up and keep going.

Forget about whether you feel like it or not. Actions come before feelings. ACT enthusiastic, and your feelings will follow. If you wait until you FEEL jacked up, you will be like the woman sitting on the park bench who turned into a skeleton waiting for the perfect man. It ain't gonna happen!

Here is another way to stay excited about what you are doing. Make training a DAILY part of your schedule.

Spend time EVERYDAY learning something new about your business. Get excited about sharing news and information with your employees and customers. In other words, start acting like you mean business. There is no excuse not to! Don't think it is up to the company to train you. It is up to you. Take responsibility. Invest in yourself. Read a book, take a course, listen to an audio CD, read your marketing product sheets.

The bottom line. Learn something new today. Make something happen. Call someone. Call you last 20 customers just to say “thank you” Stop whining. No one said it was going to be easy! Your customers need help in making good decisions. Go help them make the decision to buy from you and your restaurant, hotel, store or shop by being excited, enthusiastic and appreciative of their business! Let them know you really care!

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